Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 24 Jul, 2017
To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than-stellar

Sales as a Spiritual Practice
Monday, 17 Jul, 2017
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Facilitating Compliance: helping patients choose health
Monday, 10 Jul, 2017
Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences

Why We Get Objections
Monday, 26 Jun, 2017
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place…

Floating Suburbia: My journey to the River
Monday, 19 Jun, 2017
Floating Suburbia: My journey to the River

After years of living in Austin, seeking ways to shield myself from the arrogant people and the blazing